Getting Honest About Partner Certifications and Differentiation
Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
Many resellers and service providers don’t have the cash reserves to weather a prolonged economic downturn, revealing how finances are just as important as technical certifications. ...
Vendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective....
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
Focusing on a handful of partners often comes with unforeseen costs....
Eliminating channels from the go-to-market equation is a means of validating partnership value....